Account Director (EMEA Remote)

Remote; San Francisco (CA); Remote; USD 130,000 - 190,000; Full time

Job summary

Gurobi Optimization is seeking an Account Director to drive new business and expand existing client relationships in a remote-capable role based in the United States. You will manage a territory, develop strategic plans, and lead cross-functional teams to maximize revenue in an enterprise environment.

The role emphasizes consultative selling, pipeline growth, and global coordination with Sales, TAM, and Marketing while traveling as needed and operating from a home office.

Qualifications

• 7–10 years of experience in B2B software sales or account management.
• Bachelor's degree in business or communications.
• Technical and engineering education is a plus.
• Fluent in English; additional languages are a plus.

Responsibilities

• Manage and expand sales activities with existing customer accounts and new leads.
• Drive profitable revenue growth and achieve targets with effective sales strategies.
• Promote our solver to new buying points within our existing customer base and generate interest from new inbound leads.
• Cultivate and nurture business relationships with key stakeholders to foster long-term partnerships.
• Develop and maintain an expansive customer pipeline by identifying and engaging relevant decision-makers.
• Attend trade shows and company training events to expand outreach and increase brand visibility.
• Coordinate and collaborate cross-functionally across our global organization to maximize sales opportunities.
• Keep the CRM system up-to-date with accurate client/prospect information.
• Provide management with well-informed forecasts and reports on sales progress.
• Stay informed about best practices, competitive threats, and developments in the optimization space.
• Document and track progress in the CRM system to ensure transparency and accountability.

Skills

B2B software sales

Account management

Presentation skills

Negotiation

Relationship building

Strategic planning

Data-driven decision making

Cross-functional collaboration

English proficiency

Travel readiness

Education

Bachelor's degree in business or communications

Technical/engineering background is a plus

Tools

Salesforce

Power BI

Microsoft 365

macOS

Job description

At Gurobi Optimization, we're on a mission!

A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world's toughest and most impactful business problems. We're looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi.

As an Account Director at Gurobi Optimization, your role will involve engaging and inspiring potential customers and expanding our existing client base in your assigned region.

You’ll own a territory and be responsible for developing and executing a strategic territory plan that drives pipeline growth across enterprise segment. Success in this role requires a proactive, consultative sales approach, market development, and the ability to build lasting relationships with technical and executive stakeholders.

Working closely with colleagues across Sales, Technical Account Management, and Marketing, you’ll introduce Gurobi’s optimization technology to new markets while helping existing customers expand their use of our solutions. This role is ideal for someone who enjoys creating demand, navigating complex technical sales cycles, and building long-term partnerships in a relationship-driven market.

What you will be doing?

• Manage and expand sales activities with existing customer accounts and new leads.

• Drive profitable revenue growth and successfully achieve targets by implementing effective sales strategies.

• Promote our solver to new buying points within our existing customer base and generate interest from new inbound leads.

• Cultivate and nurture business relationships with key stakeholders to foster long-term partnerships.

• Develop and maintain an expansive customer pipeline by identifying and engaging with relevant decision-makers.

• Attend trade shows and company training events to expand outreach and increase brand visibility.

• Coordinate and collaborate cross-functionally across our global organization to ensure smooth operations and maximize sales opportunities.

• Keep the CRM system up-to-date with accurate and relevant information about clients and prospects.

• Provide management with well-informed forecasts and reports on sales progress and future opportunities.

• Stay informed about best practices, competitive threats, and developments in the optimization space to maintain a competitive edge.

• Document and track your progress in the CRM system to ensure transparency and accountability.

What experience and qualifications should you have?

• 7-10 years of experience in B2B Software Sales or Account Management, demonstrating a solid track record in achieving sales targets and driving revenue growth.

• A Bachelor's degree in a business or communication-related field, or equivalent work experience.

• Technical and engineering education is a plus.

• Proficiency in both written and spoken English. Additional language skills are a plus.

What skills and abilities should you have?

• Ability to identify and develop analytics to increase awareness of Gurobi's offerings in the assigned region.

• Proficiency in delivering presentations effectively.

• Expertise in negotiation to secure favorable outcomes for Gurobi and its clients.

• Strong conflict resolution skills to protect the customer experience and enhance Gurobi's image.

• Ability to create compelling value propositions for partners.

• Proficiency in strategic and analytical thinking to assess a decision’s internal and external impact.

• Aptitude for using data to plan and execute strategies effectively.

• Comfortable working with international teams in a cross-functional capacity.

• Willingness and ability to operate effectively from a home office in a remote work environment.

• Willingness to travel as required according to the specified level.

• Ability to participate in meetings across different time zones within reasonable expectations.

• Motivated ambition to achieve assigned Objective Key Results (OKRs).

• Commitment to upholding company policies and procedures.

Other requirements

• Advanced-level technical B2B SaaS sales experience: Demonstrated expertise and success in selling B2B software solutions in a technical environment.

• Fluency with macOS, Microsoft 365, and Power BI: Proficiency in using these tools to effectively manage and analyze data, collaborate, and deliver presentations.

• Comfortable learning and utilizing Salesforce: Ability to quickly learn and leverage Salesforce, a widely used customer relationship management (CRM) platform, to effectively manage sales activities and customer interactions.

• Comfortable working in an international setting and with a US-based company.

• Where applicable, a valid passport and the ability to obtain necessary international travel documents.

Your Alignment with our Gurobi Core Values:

• Customer Focus: Verbal & written communication skills that bring clarity and build trust.

• Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others.

• Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.

• Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.

• Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.

Gurobi Optimization is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other characteristic protected by law.

Gurobi Optimization is an E-Verify employer. As part of our hiring process, we utilize the federal E-Verify program to verify the employment eligibility of all newly hired employees. For additional information regarding E-Verify, please visit www.e-verify.gov.